• Alliance Partnership Account Manager - Cloud Service Providers

    Location AT-Vienna
    Posting date 2 months ago(8/16/2018 9:34 AM)
    Job ID
    Alliance or Partner Sales
  • Company Description

    At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

    Job summary

    The Red Hat Sales team is looking for an Alliance Partnership Account Manager to join us in Vienna, Austria. In this role, you will own the regional cloud and service provider strategy across Austria and Switzerland and will be responsible for the successful growth of our cloud and service provider business (CCSP). You will recruit, onboard, and develop relationships with cloud and service providers in the local markets promoting and contributing to our Europe, Middle East, and Africa (EMEA) cloud service provider strategy. We'll need you to establish Red Hat solutions as the leading technologies within cloud service provider offerings and play a crucial role in growing our footprint in the regional cloud service provider market.

    Primary job responsibilities

    • Manage the regional booking quota for cloud and service providers, both local and global
    • Implement our regional cloud provider strategy in alignment with the EMEA cloud service provider strategy; support our local teams in presenting the CCSP program and strategy to their accounts
    • Coordinate and collaborate with local direct and channel sales teams to implement strategy
    • Recruit, own, and develop selected cloud and service provider partners
    • Manage the local involvement of selected distributors in our cloud service provider strategy; ensure operational and sales excellence
    • Represent Red Hat to the cloud and service provider partners
    • Own the local relationship with global cloud service providers
    • Manage and develop existing cloud and service provider relationships based on a mutually agreeable business plan
    • Establish Red Hat solutions as leading technologies within cloud and service provider offerings
    • Work closely in a virtual team with other regional representatives and the EMEA team to jointly guide required initiatives, program updates, etc.
    • Promote the required internal operational practices and processes to ensure revenues are booked and reported correctly
    • Integrate Red Hat sales and marketing initiatives to support and use partners' GTM strategies
    • Achieve revenue targets, both the overall number as well as the partner incremental targets towards new customers

    Required skills

    • Background in data center and cloud technologies with a proven sales record, either direct or indirect
    • 6-8 years of sales experience working with partners
    • 2+ years of experience and a successful track record of working with, developing, and guiding revenues within the cloud and service provider market
    • Solid understanding of service provider buying cycles, sales strategies, and go to market practices
    • 6-8 years of successful solution software direct or indirect sales experience
    • Exceptional communication, presentation, and follow-up skills
    • Good negotiation skills and the ability to guide and close sales opportunities; experience with solution selling methodologies
    • Strategic and programmatic thinking skills, with the ability to translate business insight into relevant programs
    • Solid implementation skills with attention to detail to ensure operational efficiency and reporting
    • Ability to work at a senior management level to enable and build long-term strategic relationships
    • Ability to work as part of a team while working on your own and demonstrating desire to make things happen
    • Fluent English verbal and written language skills
    • Willingness to travel
    • Desire to be part of a company that is redefining the entire software industry
    • Experience working internationally is an advantage

    Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

    Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.



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